管理者过度自信与并购决策的实证研究

文章基于行为公司金融视角,以2003-2006年间在上海证券交易所上市的公司为样本,对我国上市公司高管人员过度自信与并购决策的关系进行了实证检验.研究表明:管理者的自信程度与并购呈现显著正相关,即过度自信的管理者会驱动并购,管理者的过度自信是并购的重要动因之一.     

企业管理者工作压力的绩效属性——基于自我效能感的解释

工作压力是一个具有复杂构成特征的过程性框架概念.在明确压力结构要素的基础上,管理者的工作压力可进一步界分为内源压力和外源压力两类.文章通过相关分析发现,对于工作绩效效标而言,管理者内源、外源压力分别呈现良、劣压力属性;而基于回归分析的中介效应检验则表明,管理者的自我效能感在压力和绩效间起中介作用,这部分解释了压力绩效属性的成因和过程机制.文章的研究结论对企业开展管理者的压力管理工作具有重要的启示.     

基于零售业高端产品中的销售员信任与选购后满意度关系模型研究

近些年来,销售员信任问题已经越来越多地得到企业界和理论界的重视,但大多研究都是基于BtoB营销情景下的销售员信任问题,涉及消费者与销售员之间信任的研究还很少。本文针对零售业高端产品的营销情境,对销售员的信任问题进行了重新界定并探讨了测量方法。在此基础上,应用基于PLS-GRAPH的结构方程模型(SEM)构建了以销售员信任为核心的多变量模型,通过对高端彩电卖场的实证调研及数据检验,验证了多变量之间存在的复杂关系,对在中国零售业建立消费者的信任倾向有着重要的理论指导意义。     

Organizational value contention and managerial mindsets

This paper focuses on the differing ways in which organizations send conflicting signals, in the form of contending organizational values, to their managers regarding the appropriate behavior in a given situation, and the impact that this has on the manager's decision-making process. It posits the existence of three different types of organizational value contention and examines their influence on the resulting patterns of sense-making and behavior evident in the manager's responses, based upon interview data from a cross-section of managers in two organizations. Jeanne Liedtka is an Associate Professor in the Department of Management at Simmons College, and is currently on sabbatical leave at The Darden Graduate School of Business at the University of Virginia in Charlottesville, Virginia. Her current research interests involve the study of value conflict in the health care field.     

Salesperson impression and strategy formation

Personal selling is one of the most expensive, and for many companies, one of the most important elements of the marketing mix. Salesperson adaptivity is an especially important element of salesperson performance. The purpose of this research was to explore factors that may influence salespersons' adaptivity during the impression-formation and strategy formulation stages of the selling process. We found that the positioning of the product offered for sale by the salesperson affected the impression formed of the customer's need for quality and subsequently affected the selection of selling objectives. This suggests that a salesperson's adaptivity to a specific selling situation may be influenced by the impression formed of the customer's needs and constrained by the characteristics of the product.Both authors contributed equally to the project; order of authorship was determined arbitrarily. The authors wish to thank Erin Anderson, C. Samuel Craig, Avijit Ghosh, and Thomas Robertson for comments on a previous version.     

Compliance versus preference: Understanding salesperson response to contests

Firms use sales contests to motivate salespeople; however, knowledge of their impact on salespeople is scarce. Acceptance of the contest, according to goal-setting theory, is essential for a contest to motivate salespeople (Hile-Hart et al., 1989). Yet attitude toward (or preference for) the contest is an important factor in motivating effort (Murphy and Dacin, 1998). In an experiment with financial services salespeople, this study examines the compliance effect (Chowdhury, 1993) and propositions that Murphy and Dacin (1998) suggest. Results support goal-setting theory, but also the importance of salesperson's attitude to the contest. While the study partially confirms Chowdhury's (1993) results regarding the influence of contest difficulty, his suggestion that difficulty leads to goal acceptance was not. Valence for winning does not relate to attitude significantly in the study here, contrary to Murphy and Dacin's (1998) propositions. The article develops an integrative model with implications for research and practice.     

基于模糊数学的经理人薪酬模型

根据委托—代理理论,由于委托人与代理人目标函数不完全一致以及信息不对称,会产生代理问题。要解决这一问题,必须注重代理人(经理人)薪酬计划的设计,将经理人与企业发展紧密结合起来。本文引入模糊数学方法,在借鉴相关业绩评价体系的基础上,建立了对经理人业绩进行一级模糊评价的经理人薪酬模型。这种模型可以利用企业运营过程中产生的模糊信息对经理人进行业绩评价,增强了评价结果的客观性,在此基础上确定经理人的薪酬,具有一定的科学性和可行性。     

Why are Firms Hierarchical?

Firms are hierarchical because hierarchy facilitates both monitoring and control. Monitoring is readily explained in terms of agency costs, but control is not. Control relations between superiors and subordinates emerge naturally only when the superior has decisive information and the subordinate does not. When decisiveness does not naturally occur, it may nevertheless be imposed in order to reduce communication costs. The degree of decisiveness reflects the pattern of volatility in the firm's environment. The theory connects the volatility of the environment to the degree of hierarchy in the organisation. Recent changes in volatility can be used to explain contemporary demands for flatter organizational structures.     

Organizational Consequences, Marketing Ethics and Salesforce Supervision: Further Empirical Evidence

This study comparatively examines supervisory reactions of Turkish sales managers to potentially ethical and unethical salesperson behaviors while replicating Hunt and Vasquez-Parraga (1993). Four scenarios representing ethical and unethical conditions of over-stating plant capacity utilization and over-recommending expensive products were presented to the managers. As a result of this comparative study, it is empirically demonstrated that Turkish managers primarily rely on the inherent rightness of a behavior with a focus on the individual (i.e., deontological evaluations) in determining whether a salesperson's behaviors ethical or unethical, but the moral worth of a behavior (i.e., teleological evaluations) also play a role. Turkish managers rely both on the deontological and teleological evaluations in determining their intention to intervene through discipline and rewards. Furthermore, the results are consistent with Hunt and Vitell (1986), Etzioni's moderate deontology and inconsistent with the P-utility theory and ethical egoism.     

Exploratory Analysis using Parallel Coordinate Systems: Data Visualization in N-Dimensions

We introduce an exploratory technique that is used to visualize higher order geometries in an easily recognizable two-dimensional representation: parallel coordinate systems. In this research, parallel coordinate systems visual analysis is used to assess competitive pricing behavior. Results show that this simple exploratory technique identified the same main and cross-elasticities identified by an MCI model. This research illustrates the value and simplicity of adding parallel coordinate systems visual analysis to the manager's exploratory analysis tool kit. Implications are discussed.     

The Effect of Single and Dual Sales Targets on Sales Call Selection: Quota versus Quota and Bonus Plan

Ross (1991) demonstrated that a salesperson's quota acts as a reference point (target or goal) and influences sales call selection. Ross, however, focused only on the effect of a single reference point. The use of multiple goals is quite common in the sales environment, for example in the quota plus bonus compensation structure and in the use of incentive plans. Our study compares and contrasts call selection when a single goal (quota) is given versus when dual targets are assigned (a quota plus bonus level). Consistent with our hypotheses, we find that call selection patterns are influenced by the number of targets assigned to the salesperson.     

A Multidisciplinary Approach to Supply Chain Agility: Conceptualization and Scale Development

Although agility has been identified as one of the most important issues of contemporary supply chain management, the theoretical basis for understanding supply chain agility is fragmented. This research addresses the gap related to the ambiguity surrounding the dimensions and definitions of firm supply chain agility by employing a multidisciplinary literature review to gain an in‐depth understanding of agility. In addition, a comprehensive measurement instrument that draws on the foundations of social and life science theory is developed and empirically validated. The results of the research indicate that firm supply chain agility is composed of five distinct dimensions including alertness, accessibility, decisiveness, swiftness, and flexibility. Based on these elements, a comprehensive definition of firm supply chain agility is developed for further theoretical testing of the concept.     

试论技术创新的综合评价体系

技术创新是现代企业发展和企业竞争中最关键的问题,技术创新评价直接决定着技术创新投资方案的可行性。全面衡量技术创新对企业的潜在影响,对技术创新成本与效益、动态项目评价方法以及技术创新动态项目评价的分析,是正确评价技术创新投资方案的必要前提。     

Ethical perspectives on the foreign direct investment decision

This paper examines the foreign direct investment decision from an ethical perspective, and considers the moral agency involved in such decisions, with emphasis upon the corporate decision-maker. Historical capital allocation models once regarded as both financially and ethically normative are shown to be deficient in today's environment. Work of modern western philososphical and theological ethicists is included in analyses of the applicability of selected ethical approaches or metaphors to multinational foreign direct investment decisions and the corporate manager's role and responsibility as corporate decision-maker and moral agent. The ethical perspectives reviewed can serve as an aid to the individual manager's determination of what constitutes a responsible exercise of decision-making power. Marjorie T. Stanley is Professor of Finance, M. J. Neeley School of Business, Texas Christian University. She was visiting Professor of Finance and Scholar in Residence, Institute for Business Ethics, DePaul University, 1986–87. She has related publications in, e.g., Ethics and the Multinational Enterprise (ed., Hoffman, et al), Journal of International Business Studies, California Management Review, The Financial Review, and Management International Review.     

Some Important Factors Underlying Ethical Decision Making of Managers in Thailand

This study analyzes the marketing ethics decision-making process of Thai managers. In particular, it examines the relative influences of ethical perceptions, religiosity, personal moral philosophies, and corporate ethical values on ethical intentions of managers in Thailand. Managers enrolled in executive MBA or special MBA programs from public and private universities throughout Thailand were selected as target respondents. The survey results generally indicate that both dimensions of moral philosophies, idealism and relativism, are significant predictors of a Thai manager's ethical intention, as hypothesized. The results also reveal that perceived ethical problem is a positive factor of a Thai manager's ethical intention. The results generally support our hypothesis regarding the influence of corporate ethical values, that Thai managers in organizations with higher levels of ethical values tend to have a more ethical intention than the managers in organizations with lower levels of ethical values. The survey results regarding the influences of religiosity, however, are mixed.     

How sales managers control unethical sales force behavior

Researchers have studied marketing ethics from several perspectives. Few studies, however, have analyzed supervisory reactions to unethical behavior by salespeople. The results of this study using a 2 × 3 factorial design showed that the performance level of the salesperson and the consequences of the salesperson's actions influenced some types of discipline used by a sample of 246 sales managers. The findings both support and contradict prior research on how sales managers respond to unethical sales force behavior.James B. DeConinck is an Assistant Professor of Marketing at The University of Dayton. His publications have appeared inThe Journal of Business Research, The Journal of Business Ethics, andThe Journal of Applied Business Research. Prior to being in academics, he held industry positions in transportation and sales.     

管理者角色新探

传统的管理者角色理论是适应于传统组织环境条件下的管理活动的。管理者角色理论随着管理实践和管理理论的发展,应加以丰富和完善。战略所有者、核心能力培育者、资源整合者、组织文化传播者、社会责任倡导者就是对管理者角色的新发展。     

Revisiting resistance to change and how to manage it: What has been learned and what organizations need to do

Resistance to change can be a significant factor in the success or failure of changes. As such, researchers have spent more than a half century studying the causes of resistance and how to manage it. Much can be learned from resistance literature that applies to today’s unparalleled, nonstop change in which an organization’s ability to manage resistance to change can not only impact the change’s success or failure but also determine whether an organization will survive or thrive. This article explores important lessons revealed via resistance literature, and more importantly, how such knowledge applies to managing change in the modern world. The article emphasizes the urgent need for organizations to become skilled at effectively managing change and resistance to change and offers recommendations on how they can do so.     

基于改进多属性群决策的国有企业经营者选择研究

国有企业经营者选择机制与方法的转变是国有企业改革的重点之一,针对经营者选择的研究多集中在定性分析。在经营者能力信号传递研究基础上,引入针对企业自身特点的能力评价指标,通过权重模糊差异对能力评价指标权重进行修正,利用改进多属性群决策方法对候选经营者进行能力评估与选择,并通过一个实例演示该方法的决策过程。     

商事经营判断规则与我国公司法人治理结构之完善

通过对商事经营判断规则的内容解读和问题分析,揭示了商事经营判断规则的基本涵义:一方面保障董事的经营决策权;另一方面也对董事的行为准则提出了严格的要求。进一步讨论我国应如何引入和借鉴商事经营判断规则的成功经验,以及该规则对完善我国公司法人治理结构的意义。